Unlike most any other "sales" book," often hilariously, The Reality of B.S. (Big Sales that is...) shares underlying truths that are timeless important lessons for both novice salespeople as well as great reminders for advanced reps. Explosions, hookers, Presidents, crimes from board rooms to foreign streets; scoundrels & strippers; losers and winners; egos & energy are all shared in an easily digestible and related series of personal vignettes that reveal important strategies and lessons for professional salespeople. Business owners, colleagues (blessed or cursed) to work with Salespeople, as well as Reps' spouses and families can get a glimpse into the real mindset, challenges, motivations and pressures that Reps face. While much of the book is aimed at the Business-to-Business sector, reps from both Business-to-Consumer and those in the Retail world can find many useful, entertaining and relatable situations. Starting with an introduction of how the book came to life, several stories lay a foundation for enhancing a salesperson's mindset. The largest section of the book can be seen as "tales of many sales" and these are followed by anecdotes aimed at debunking some commonly held sales myths. The final section of the book addresses different career considerations for professional salespeople.
About the Author: Steve Hoffman, CTSM is the Owner and President of Skyline Exhibits & Design, Inc. Born in New York City and raised on Long Island, Steve has lived in South Carolina for the last 25 years. Throughout his "first two careers," Hoffman has been involved in the sale of marketing products. After graduating from Syracuse University, he entered the television industry working for D.L. Taffner/Ltd. where program offerings ranged from popular sitcoms such as "Three's Company" to distribution in the U.S. of many British and Australian dramas, series and the skit based comedy, "The Benny Hill Show." To make the transition from sales support to direct selling responsibilities, Steve moved to Syndicast Services and then on to Group W Television. As a National Account Manager for Group W's Target Marketing division he was actively selling, distributing, developing and consulting on the local sales and implementation of Station Image Campaigns. Projects included "For Kids Sake," "Time To Care," "Thanks to Teachers" and "Celebrate America." The blend of sales and marketing continued with an emphasis on TV Programming and healthcare while at Medstar Communications which was followed by his escape from the North to a short stint at the Fox Television affiliate in Greenville, SC. Career two started by answering a newspaper ad (still saved in his desk) that was confusing as to what the job was but through some combination of necessity, confidence, skill, risk, brains and "busting his ass" has led to a successful business and career in the tradeshow industry. Hired initially in a sales capacity for The Holt Group/Skyline Exhibits' Greenville territory, Hoffman took on local management responsibility then added sales and/or general management responsibilities in Holt's other four offices eventually being named VP Sales & Marketing for the company. In 2006 Steve purchased a portion of the company and founded Skyline Exhibits & Design.